Class Description

The comprehensive curriculum includes classroom lectures, interactive activities and simulations, and assignments to be completed back in the field. Skill development coursework includes:

• Case studies and scored simulations
• Strategic account planning
• Executive level presence
• Customer relationship management

Hiring managers can be confident that account manager candidates who have completed this program are able to craft and position a superior value proposition that resonates with key decision makers, and provide world-class account management aligned to the priorities of customers in key accounts.

OUTCOMES

• Pressure test your objectives, key issues & strategies for your book of business
• Synthesize macro trends into customer & manufacturer implications
• Utilize the Executive Level Presence model to quantify your solutions in a strategic fashion that enhance your credibility
• Map your strong ties & weak ties to broaden your account footprint
• Refine and simulate an elevator speech to position for access
• Utilize the Gapping Diamond process that enables Account Managers to understand customer’s key business issues
• Understand, create, and position their value proposition
• Develop a strategic plan for their assigned account
• Apply business processes through simulations